lsquo;SO LONG, FAREWELL by Richard Weber For 12 years and 150 articles, Richard Weber wrote a monthly series on 'Due Care' for Life Insurance Selling magazine. Because o...

10-STEP REFERRAL PROSPECTING SYSTEM: SELLING/PROSPECTING/LEADS by Bill Cates You can create a steady flow of high-qual...

The goal in business is to outdistance the competition and make profitable sales by producing more customer-friendly products or services. To reach this goal, you need an advantage to improve your batting average-but it's getting more difficult and complicated to obtain this advantage, let alone keep it.

Selling in every industry and every size of business is changing so radically...

In spite of 19th-hole braggadocio about rising sales figures, bottom-line results, and upcoming prospects, businesses do stall and stagnate. Streamline.com was a raging Internet stock until it ran into a wall. Kodak used to be a Wall Street favorite, and now it's struggling to find itself. P&G once had 99.44 % acceptance; now the tide seems to have turned. For years, Xerox set the standard; then it lost direction.

DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...

DO YOU FORGET TO ASK FOR REFERRALS? THESE FIVE QUESTIONS CAN HELP! by Bill Cates A common referral challenge I hear in my seminars and coaching programs is the issue of forgetting ...

DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.